Global Head of Specification Selling

About Holcim

As a global leader in innovative and sustainable building solutions, Holcim is enabling greener cities, smarter infrastructure, and improved living standards around the world. With sustainability at the core of our strategy, we are becoming a net-zero company, with our people and communities at the heart of our success. We are driving circular construction as a world leader in recycling to build more with less. Together with our 45,000 talented and passionate people around the world, we are building progress for people and the planet through four business segments: Cement, Ready-Mix Concrete, Aggregates, and Solutions & Products.

Role Overview

This high-impact corporate leadership role is responsible for positioning Holcim’s sustainable and high-performance building solutions directly with key influencers—such as architects, engineers, planners, and developers—early in the project lifecycle. The position bridges global strategic design with local execution, managing complex stakeholder networks across priority markets, identifying global key accounts, and driving commercial capability building to secure Holcim’s competitive advantage on high-value projects.

Responsibilities

• Strategic Governance & Frameworks: Define Holcim’s specification selling standards, frameworks, and KPIs. Establish and govern the global blueprints, methodology, and performance metrics for specification selling to ensure a unified, high-performing commercial approach across all operating countries.
• Global Initiative Management: Oversee the end-to-end strategic and operational specification selling initiatives as well as Hub functions and capability development.
• Market Intelligence & Client Strategy:
  • Global Account Prioritization: Identify Holcim’s priority clients at the global level to maximize conversion on landmark and high-margin projects.
  • Trend Analysis: Collaborate with Segment Leads & International Key Account Management to identify market trends and ensure Holcim’s product portfolio aligns with future building regulations and architectural demands.
• Cross-Functional Alignment & Execution:
  • Cross-Border Collaboration: Drive cross-function and cross-country alignment and best practice sharing to break down silos and scale successful commercial strategies globally.
  • Market Coordination: Coordinate Commercial Specification Selling Leads across priority markets for seamless execution of localized strategies.
  • Key Account Support: Directly support strategic opportunities and key accounts, acting as an executive sponsor on significant global projects.

Your Profile

• Education: University degree required, preferably in Business Administration, Architecture, Civil Engineering, or Economics. A Master’s degree or MBA is an advantage.
• Experience: 8+ years in B2B commercial roles, focusing on specification selling or project pipeline management. Experience in building materials, construction, or real estate is preferred.
• Skills:
  • Understanding of specification selling cycles and value-based selling methodologies.
  • Strong cross-functional project management skills.
  • Aptitude for translating market trends and technical features into commercial value propositions.
  • Familiarity with CRM tools and pipeline tracking (e.g., Salesforce).
• Behavioural Competencies:
  • Strategic Influence & Leadership: Exceptional ability to influence senior stakeholders across a multicultural matrix.
  • Collaboration & Network Building: Natural ability to share best practices across borders.
  • Problem-Solving & Critical Thinking: Navigate complex regulatory landscapes and synthesize insights into actionable roadmaps.
• Language Skills: Fluency in English; additional languages (Spanish, French, German) are beneficial.
• Mobility Requirements: Approximately 30% to 40% international travel.

Benefits

• Hybrid work contract
• Family Support: Subsidized child care and paid maternity/paternity leave
• Professional Growth: Company-sponsored training and professional development.
• Discounts and Perks: Subsidized meals, exclusive discounts, and company gifts for special occasions.
• Long-service awards
• Employee referral bonus
• Pension and Savings: Access to a comprehensive pension fund and an employee savings scheme.

Holcim is committed to a diverse and inclusive workplace. We support equal opportunities for everyone, regardless of race, national origin, gender, sexuality, disability, or age.